In the latest episode of Move the Deal, host Greg Moore talks with Charles Forsgard, Honeywell’s vice president of global sales. He’s an experienced global sales leader with substantial experience at Schneider Electric and GE Automation & Controls and the author of two guides for sales leaders on CRM and sales management (see the podcast notes to get your copy!).
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How to Ensure Sales Success at a Global Scale
Creating a great global sales organization is a cross-functional effort. When Forsgard speaks at Honeywell’s global town halls, he emphasizes how many different departments contributed in closing the big wins that Honeywell gets each quarter.
To get a global sales organization speaking a common language and following similar processes, sales leaders need to observe and talk with sellers in different regions in person to understand what works at a global level and what needs to be adapted to align with the local culture.
The Number One Priority for Sales Managers
Forsgard discusses how sales managers should focus their time. The biggest chunk of their week should be spent coaching sellers, both in ad hoc coaching after a call and during a structured weekly touch base.
Coaching often falls apart due to people’s understanding of what coaching is. Forsgard shares the biggest coaching mistakes sales managers make—telling people what to do instead of sitting down and talking their sellers through deciding the next steps they should take.
Many of the sales managers at Honeywell are engineers first; their instinct is to provide the solution right away. But they achieve greater success when they sit down and coach their sellers to think through all the possible outcomes.
For managers who struggle to set aside time for coaching, Forsgard suggests putting dedicated slots on your calendars for coaching appointments. His pro tip: Treat the meeting on your calendar as if it’s with a customer to hold yourself accountable to not move it.
The Best Way to Move the Deal
Forsgard ends the episode with his advice for sales professionals looking to move deals forward.
“It’s all about the velocity of the deal. Every conversation should end with an actionable step of what you are going to do next, and by when, or you will lose to your competition.”
Outline of Episode:
[3:11] Forsgard on what he’s learned about sales management
[5:45] What makes great sales managers
[10:09] Challenges that get in the way of coaching
[14:50] Advice for moving deals forward
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